CONCLUSIONS AND MANAGERIAL IMPLICATIONS Bargaining Behavior of Young Chinese Customers in D. I. Yogyakarta.

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CHAPTER 5 CONCLUSIONS AND MANAGERIAL IMPLICATIONS

5.1 Introduction

This chapter will discuss about the conclusions, the implication of this

study to manager, the limitation of this study, and some suggestions for future

research.

5.2 Conclusions

Based on the result of hypotheses testing, attitudes, subjective norm,

perceived behavioral control, and bargaining intention have influences to

bargaining behavior. Attitudes, subjective norms and perceived behavioral control

were variables that had positive impact on bargaining intention. These positive

impact means that young Chinese customers in Yogyakarta have a high

consideration on these factors will have a high favorable and competitive in

bargaining.

An attitude is a learned predisposition to behave in a consistently favorable

or unfavorable way with respect to a given action (or object). Therefore, the

attitude towards an action is the overall favorable or unfavorable feeling towards

the action, or the amount of affect for performing the action (Fishbein, 1980, pp.

1-3). Attitude had influence and positive relation to bargaining intention.

Indonesia is developing country, and the economics is still growing. Here, all the

prices are in variety. Ironically, the price can easily changed and one market to

another market still has a high difference in pricing. Each province in Indonesia

has different standards pricing based on income per capita. Therefore, it is

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possible for customers to carefully survey prices and locations which consider

affordable and worth with its product’s quality. Because of these kinds of markets

in a country, the citizens consistently behave to bargain or negotiate whenever

they shop.

Subjective norms are a person’s own estimate of the social pressure to

perform or not perform the target behavior. Subjective norms are assumed to have

two components which work in interaction: beliefs about how other people, who

may be in some way important to the person, would like them to behave

(normative beliefs). Young Chinese customers still believe in negotiating cultures,

but family tradition, cultures, and norms are not the strongest factor which

influence them to decide to do bargaining. Perhaps, in total 175 respondents, there

are Chinese youths who still believe in subjective norms and another Chinese

youths not much concern about subjective norm influencing their bargaining

behavior.

It might be probably all the respondents’ parents were not a retailer,

however working in the company. In that case, they were less watching or

learning how to negotiate or doing bargaining. And, other youths have a family

business so that they tends to practice more with their parents and from their

environment.

Perceived behavioral control is an individual's perceived ease or difficulty

of performing the particular behavior.

It is assumed that perceived behavioral

control is determined by the total set of accessible control beliefs. However,

Control beliefs are an individual's beliefs about the presence of factors that may

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bargaining behavior. This means young Chinese customers in Yogyakarta have no

burden or pressure to do bargaining.

Therefore, they have a high favorable of

bargaining behavior will also have a high confident to bargain.

Even though the bargaining intention in average did not show a high

influence, it can be assumed that it is just a preference if they are given a choice to

bargain. In other words, when both bargaining intention and bargaining behavior

in regression analysis, it gave positive relation between the intention and

bargaining behavior are significantly high.

Figure 5.1

Conceptual Model

5.3 Managerial Implication

This research could be used to help domestic or international investors or

retailers to design a strategy especially learning the consumer behaviors in

Indonesia. This research in located in Yogyakarta and targeted to Young Chinese

Customers. In this research, they represented from one of Indonesia’s ethnicity

that were sample population in observing bargaining behavior. It could help them

A

SN

Intention

Bargaining

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to know whether how to deal with bargainers and design a pricing plan.

There is still a lot of business, which allow bargaining, except in modern

market. In modern market place, negotiating might be less occurred, and more

preference in fixes prices. Based of the result on this research, Young Chinese

customers in Indonesia are competitive in bargaining. Therefore, new coming

investors or retailers could decides in which kind of market that they want to

penetrate, which kind of consumers that they want to deal with, and how to

negotiate well with them.

Yogyakarta is a city of students. This research also can open new

opportunity to them in creating innovation into new business, which fit with

current young people’s life styles and interests of products. In other hand, we can

use their competitiveness in bargaining to lead or develop current business

especially price offering.

5.4 Research Limitation

There were some limitations in this study about bargaining behavior of

young Chinese Customers in Indonesia. The scope of this study was limited only

in one city, Yogyakarta. The result of the study may be more accurate if the

research is done in not only one city because there will be more young Chinese

Respondents are involved on this research. And, probably there will show

difference results about the way of attitudes, perceived bargaining behavior,

subjective norms, intention, and bargaining behavior in each provinces Indonesia.

The way of Young Chinese customers perceived Subjective norms might be

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Customers from original Yogyakarta and also from different provinces that are

studying in Yogyakarta. Subjective Norms could be proved for its significant if

there is also data of respondents’ parents job and also a short introduction about

the history or development of Chinese Cultures in Yogyakarta.

5.4 Suggestions

Future studies may be included a question about which province that you

came from, and distribute prevalently. Result may be varying between one and the

other city or other countries (international project). From the result, researcher can

make comparison between cities or try compare with other ethnicity like Javanese.

Future research may adopt this model of study to research more specific

ethnicity or nationality, such as Hongkong, Singapore,

Chinese-Jakarta, and Chinese-Pontianak. Chinese are also diverse in many countries and

regions.

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APPENDIX 1

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Research of

“Bargaining Behavior of Young Chinese Costumers

in D. I. Yogyakarta”

OPENING

Saudara/I yang saya hormati,

Saya mahasiswi jurusan Manajemen Internasional, Fakultas Ekonomi,

Universitas Atma Jaya Yogyakarta. Pertama‐tama, saya ucapkan terima kasih

atas bantuan, ketersediaan waktu, dan kerja samanya kepada responden

untuk mengisi angket pertanyaan ini. Kuisioner ini bertujuan untuk

mendukung dan menunjang penelitian Skripsi/Tugas Akhir program sarjana

saya. Pertanyaan‐pertanyaan di bawah ini akan mendiskusikan tentang

“Budaya Tawar‐Menawar pada Kaum Muda Tiong Hua di Indonesia. “

Selamat Menjawab!

BAGIAN PERTAMA :

PROFILE RESPONDENTS

(Mohon beri tanda centang (

✓

) di alternatif jawaban yang paling sesuai

dengan kondisi anda)

1. Apakah Anda adalah keturunan Tiong Hua?

Iya

Bukan

2. Berapakah Usia Anda?

Jawaban dalam angka :

3. Apakah Jenis Kelamin Anda?

Pria

Wanita

4. Dimanakah level pendidikan Anda sekarang?

Tidak Lulus SD

SD

SMP

SMA

Diploma

Program Sarjana

Program Pascasarjana

Lainnya

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5. Berapakah penghasilan atau uang jajan Anda per bulannya?

< Rp 500.000, 00

Rp 500.000,00 – Rp 1.000.000,00

Rp 1.100.000,00 ‐ Rp 3.000.000,00

Rp 3.100.000,00 – Rp 5.000.000,00

Rp 5.100.000,00 – Rp 10.000.000, 00

> Rp 10.000.000,00

6. Dalam 5 bulan terakhir ini, apakah Anda pernah melakukan tawar‐

menawar ketika membeli produk?

Ya

Tidak

Bila ‘Ya’, berilah tanda centang (

✓

) pada produk yang pernah Anda

beli, (

Jawaban bisa lebih dari satu

)

Furniture

Makanan atau Minuman

Barang Elektronik atau Gadget

Sayur/Buah

Pakaian

Lain‐lainnya (Tolong disebutkan)

BAGIAN KEDUA :

(Seberapa setujukah Anda dengan pernyataan berikut? Tandai

dengan melingkari salah satu dari gambarnya!)

7. BARGAINING BEHAVIOR

Pertanyaan

Sangat

Tidak

Setuju

Tidak

Setuju

Netral Setuju

Sangat

Setuju

A Saya sangat suka menawar

1

2

3

4

5 B

Setiap kali saya berbelanja

saya pasti menawar

1

2

3

4

5 C

Seberapa banyak uang yang

saya miliki saya akan selalu

menawar

1

2

3

4

5 D

Saya merasa senang sewaktu

menawar

1

2

3

4

5 F

Menawar

adalah

proritas

utama

1

2

3

4

5

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8. BEHAVIORAL INTENTIONS

Pertanyaan

Sangat

Tidak

Setuju

Tidak

Setuju

Netral Setuju

Sangat

Setuju

A

Saya memiliki banyak waktu

untuk menawar

1

2

3

4

5 B

Saya suka menawar daripada

membeli dengan harga pas

1

2

3

4

5 C

Saya memiliki banyak energi

untuk menawar

1

2

3

4

5 D Menawar itu sangat mudah

1

2

3

4

5 E

Saya akan mendatangi toko

yang memperbolehkan tawar‐

menawar

1

2

3

4

5

9. ATTITUDES

Pertanyaan

Sangat

Tidak

Setuju

Tidak

Setuju

Netral Setuju

Sangat

Setuju

A

Dengan

tawar‐menawar,

saya dapat lebih berhemat

1

2

3

4

5 B

Dengan

tawar‐menawar,

saya dapat berbelanja lebih

banyak

1

2

3

4

5 C

Dengan

tawar‐menawar,

saya

bisa

mengontrol

pengeluaran

1

2

3

4

5 D

Dengan

tawar‐menawar,

saya dapat mengukur uang

yang saya miliki

1

2

3

4

5 E

Dengan

tawar‐menawar,

saya

mendapat

banyak

manfaat

1

2

3

4

5 F

Dengan

tawar‐menawar,

saya dapat membeli produk

yang berkualitas

1

2

3

4

5 G

Dengan

tawar‐menawar,

saya mendapatkan harga

yang terjangkau

1

2

3

4

5

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10. SUBJECTIVE NORMS

Pertanyaan

Sangat

Tidak

Setuju

Tidak

Setuju

Netral Setuju

Sangat

Setuju

A

Tawar‐menawar

adalah

budaya

turun‐temurun

warga Tiong Hua

1

2

3

4

5 B

Sejak kecil saya belajar

tawar‐menawar

dari

keluarga

1

2

3

4

5 C

Mereka yang suka menawar

adalah

konsumen

yang

berduit

1

2

3

4

5 D

Orang‐orang

yang

saya

sayangi lebih menghargai

saya bila saya menawar

1

2

3

4

5 E

Saya percaya bahwa tawar‐

menawar

lebih

menguntungkan

1

2

3

4

5 F

Keluarga dan teman‐teman

beranggapan bahwa Tawar‐

menawar adalah suatu hal

yang lazim dan biasa terjadi

1

2

3

4

5 G

Saya

merasa

bahwa

menawar

adalah

suatu

keharusan

1

2

3

4

5

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11. PERCEIVED BEHAVIORAL CONTROL

Pertanyaan

Sangat

Tidak

Setuju

Tidak

Setuju

Netral Setuju

Sangat

Setuju

A

Walau harga murah pun

saya akan menawar

1

2

3

4

5 B

Saya akan menawar pada

tingkat harga seberapapun

1

2

3

4

5 C

Saya

sangat

berani

menawar tanpa ada rasa

gengsi atau malu

1

2

3

4

5 D

Saya menawar setelah saya

mengumpulkan

banyak

informasi

harga

dan

pendapat orang lain

1

2

3

4

5 E

Menawar

atau

tidak

menawar adalah hak saya

1

2

3

4

5 F

Saya menawar jikalau saya

memiliki

waktu

luang

1

2

3

4

5 G

Saya menggangap diri saya

sebagai

penawar

harga

yang handal

1

2

3

4

5

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Research of

“Bargaining Behavior of Young Chinese Costumers

in D. I. Yogyakarta”

OPENING

Dear Respondents,

I am a student from International Business and Management Program,

Faculty of Economics, Universitas Atma Jaya Yogyakarta. At First, I would like

to say thank you for the participation, time, and corporate to fill this survey.

This questionnaire is supposed to conduct and support the research for final

report/dissertation. These questions below discusses about “Bargaining

Behavior of Young Chinese Costumers in Indonesia”

Good Luck!

FIRST STAGE :

PROFILE RESPONDENTS

(Please give a sign (

✓

) at the alternative answers which the most appropriate

with your condition)

1. Are you Chinese?

Yes

No

2. How old are you?

Answer in numerical:

3. What is your gender?

Man

Woman

4. What is the level of your education now?

Incomplete Primary High School

Primary School

Junior High School

Senior High School

Diploma

Undergraduate

Postgraduate

Other

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5. How much is your income or pocket money per month?

< Rp 500.000, 00

Rp 500.000,00 – Rp 1.000.000,00

Rp 1.100.000,00 ‐ Rp 3.000.000,00

Rp 3.100.000,00 – Rp 5.000.000,00

Rp 5.100.000,00 – Rp 10.000.000, 00

> Rp 10.000.000,00

6. During 5 months, did you do bargaining when you shopped?

Yes

No

If ‘Yes’, give a sign (

✓

) to which products that you ever bought

(

Answer can be more than one

)

Furniture

Foods or Drinks

Electronics or Gadgets

Vegetables/Fruits

Clothing

Others (Please Mention)

STAGE 2:

(How much do you agree with the statements? Sign the question by

circling one of the numbers below).

7. BARGAINING BEHAVIOR

Questions

Strongly

Disagree

Disagree Neutral Agree

Strongly

Agree

A I really love bargaining

1

2

3

4

5 B

Whenever I shop, I

always bargain

1

2

3

4

5 C

Money is not a big deal

to bargain

1

2

3

4

5 D

I feel happy when I

bargain

1

2

3

4

5 F Bargaining is priority

1

2

3

4

5

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8. BEHAVIORAL INTENTIONS

Questions

Strongly

Disagree

Disagree Neutral Agree

Strongly

Agree

A

I have much times to

bargain

1

2

3

4

5 B

I prefer bargaining

than fix prices

1

2

3

4

5 C

I have much energies

to bargain

1

2

3

4

5 D

Bargaining

is

very

easy

1

2

3

4

5 E

I will come to the

shops which allow me

to bargain

1

2

3

4

5

9. ATTITUDES

Questions

Strongly

Disagree

Disagree Neutral Agree

Strongly

Agree

A

Because

of

bargaining, I save

much money

1

2

3

4

5 B

Because

of

bargaining,

I

can

shop more

1

2

3

4

5 C

Because

of

bargaining,

I

can

control my expenses

1

2

3

4

5 D

Because

of

bargaining,

I

can

measure my money

1

2

3

4

5 E

Because

of

bargaining, I get a lot

of benefits

1

2

3

4

5 F

Because

of

bargaining, I can buy

good

quality

products

1

2

3

4

5 G

Because

of

bargaining, I can get

affordable prices

1

2

3

4

5

(18)

10. SUBJECTIVE NORMS

Questions

Strongly

Disagree

Disagree Neutral Agree

Strongly

Agree

A

Bargaining is Chinese

culture

1

2

3

4

5 B

I learnt bargaining

since a kid

1

2

3

4

5 C

Bargainers

are

mostly

from

rich

community

1

2

3

4

5 D

People who I love

more respect me If I

bargain

1

2

3

4

5 E

I

believe

that

bargaining is more

profitable

1

2

3

4

5 F

Family and friends

assume

that

bargaining

is

common

and

generally happening

1

2

3

4

5 G

I feel that bargaining

is a must

1

2

3

4

5

11. PERCEIVED BEHAVIORAL CONTROL

Questions

Strongly

Disagree

Disagree Neutral Agree

Strongly

Agree

A

I still bargain even in

cheap prices

1

2

3

4

5 B

I bargain at all price

levels

1

2

3

4

5 C

I am fearless and no

shy to bargain

1

2

3

4

5 D

I bargain after I

collect

all

information

about

prices.

1

2

3

4

5 E

Bargaining or no is

my right

1

2

3

4

5 F

I will bargain if I

(19)

A

P

EN

D

I

X

(20)

No. Age G e n d e r E d u L e v . M a ri t a l S t a t u s R e li g i o n I n c o m e 5 m o n Product Places

B

1 B

2 B

3 B

4 B

5 B

I

1 B

I

2 B

I

3 B

I

4 B

I

5 A

1 A

2 A

3 A

4 A

5 A

6 A

7 SN

1 SN

2 SN

3 SN

4 SN

5 SN

6 SN

7 PBC

1 PBC

2 PBC

3 PBC

4 PBC

5 PBC

6 PBC

7

1 21 2 5 1 4 4 1 45 12 3 3 3 4 3 3 2 3 3 3 4 4 4 4 3 4 4 3 3 3 4 3 3 3 2 3 3 3 3 4 3

2 19 2 6 1 4 3 0

3 3 3 3 3 3 3 3 3 3 4 4 4 4 4 5 3 5 2 2 2 2 4 4 3 3 3 3 4 4 3 3

3 23 2 7 1 4 3 1 5 1 5 4 5 4 4 3 4 4 4 5 5 5 5 4 5 4 5 2 4 2 2 5 4 3 3 3 4 2 5 2 3

4 21 2 4 1 4 3 1 6 5 5 3 4 4 4 3 4 4 3 4 4 4 4 4 4 4 4 5 5 4 4 4 4 3 3 3 3 4 4 4 3

5 23 1 6 1 4 1 1 2 3 3 3 3 3 3 2 3 2 3 3 4 4 3 3 3 3 3 3 3 2 2 3 3 3 3 3 3 3 3 3 3

6 20 2 6 1 4 2 1 245 3 4 4 4 4 2 4 2 2 4 2 4 4 2 2 4 2 4 2 4 2 2 4 4 4 2 4 1 2 4 2 3

7 19 1 6 1 4 3 1 5 4 3 2 2 1 1 2 3 1 2 5 5 5 5 4 1 3 5 1 4 4 2 5 4 2 3 5 2 5 5 5 1

8 21 2 6 1 4 2 0 235 4 4 4 4 3 3 2 3 2 3 4 5 5 4 3 4 3 4 4 3 2 3 4 4 3 2 2 3 4 5 3 2

9 20 2 4 1 4 2 1 45 35 5 3 3 4 3 3 4 3 4 3 3 4 3 3 3 3 4 3 3 3 2 4 3 3 4 3 3 4 5 4 3

10 21 1 6 1 4 2 1 4 3 2 1 3 3 2 2 2 2 3 5 5 5 3 1 3 3 3 1 1 1 1 4 3 1 1 1 3 2 5 5 2

11 20 1 6 1 4 3 1 5 2 3 3 3 3 3 3 4 3 3 4 4 4 4 3 3 3 4 4 3 3 3 4 4 3 3 3 4 4 4 4 4

12 19 2 6 1 4 3 1 4 245 3 2 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 4 3 3 3 3 4 4 3 3

13 24 2 6 1 4 3 1 26 4 4 2 2 4 2 2 2 2 3 2 4 2 4 4 2 2 4 2 2 2 2 3 3 2 2 2 2 4 4 2 2

14 17 2 6 1 4 3 0 3 2 2 2 2 1 1 3 2 2 3 3 4 3 3 4 3 2 4 2 1 3 3 2 4 2 1 1 1 3 3 2 1

15 20 2 6 1 4 3 1 4 3 3 3 3 3 2 2 2 2 2 2 4 4 4 4 3 2 4 2 2 3 3 4 4 2 2 3 2 4 4 4 2

16 18 1 6 1 4 2 1 2 3 5 5 4 4 4 4 4 4 3 4 5 4 4 4 4 4 4 4 4 3 2 4 4 4 4 4 4 4 4 3 3

17 25 1 7 1 4 3 1 5 4 3 2 2 4 2 2 3 2 2 3 3 3 2 2 3 3 2 2 2 2 2 2 4 2 3 3 2 4 4 4 3

18 23 1 6 1 4 4 1 3 5 3 4 4 3 3 2 3 3 3 3 4 4 4 4 4 4 4 4 4 3 3 4 4 3 3 3 2 4 4 3 3

19 20 1 6 1 4 3 0

3 1 1 1 1 1 1 1 1 1 1 3 1 1 1 1 1 1 1 1 1 1 3 3 1 1 1 1 1 5 1 1

20 18 1 6 1 4 2 1 3 2 3 3 3 3 3 2 3 2 2 3 3 3 3 3 3 3 3 4 3 3 2 3 3 2 3 3 2 2 3 4 3

21 18 1 6 1 4 2 1 23 136 4 3 3 4 3 3 3 3 3 4 4 4 4 4 4 4 4 3 3 3 3 4 4 3 3 3 4 4 4 3 4

22 22 1 6 1 4 3 1 345 35 3 3 2 5 3 3 4 3 4 4 4 5 4 5 5 3 5 1 3 2 2 5 4 1 2 4 4 5 5 4 2

23 19 1 6 1 4 5 1 3 2 4 3 3 4 3 3 3 2 3 5 4 4 4 4 2 4 4 3 4 3 3 3 3 2 1 1 2 3 4 2 3

24 20 1 6 1 4 2 1 3 3 4 3 3 3 2 2 3 2 2 4 4 4 4 3 4 2 5 3 4 3 2 4 5 4 2 3 4 4 4 4 2

25 19 2 6 1 4 3 1 345 345 4 4 4 4 3 3 4 3 4 4 4 4 4 3 4 4 4 4 4 3 3 4 4 3 4 4 4 4 4 2 4

26 20 2 6 1 4 3 0 3 2 1 1 1 1 1 1 1 1 1 3 4 1 2 2 2 1 3 1 1 1 1 2 3 1 1 1 1 1 5 1 1

27 18 2 6 1 4 2 1 5 4 4 4 3 4 3 2 3 3 4 3 4 4 4 4 4 3 3 4 4 2 2 3 4 3 3 3 3 3 3 4 3

28 19 1 6 1 4 2 0 234 3 3 2 2 3 2 3 4 3 3 4 5 4 4 3 4 3 4 4 3 3 3 4 4 3 3 3 3 4 5 3 3

29 22 1 6 1 4 2 1 4 23 3 2 3 2 2 2 2 2 1 3 3 3 3 2 2 2 4 4 3 4 3 3 4 2 3 2 2 5 5 3 2

30 19 1 6 1 4 3 1 12345 134 3 3 3 2 2 2 3 1 1 2 2 2 3 2 2 2 2 1 1 2 1 3 2 2 1 2 2 2 2 3 1

31 33 1 6 2 3 5 1 1356 2345 4 3 3 1 2 1 1 2 4 4 4 4 4 4 2 5 2 4 2 3 3 3 1 2 1 3 4 5 3 3 2

32 22 1 6 1 4 5 1 35 24 4 4 3 3 3 4 3 2 3 4 4 4 4 3 3 4 5 4 2 3 3 5 3 2 3 4 4 4 4 2 3

33 19 1 6 1 4 3 1 5 23 4 4 4 5 3 4 2 3 4 5 5 5 5 5 3 5 5 4 2 5 4 5 4 2 2 2 5 5 3 2 4

(21)

46 22 2 6 1 2 3 1 5 5 3 3 4 2 2 2 2 2 4 4 4 4 4 4 3 4 4 4 3 3 2 4 2 2 2 2 4 4 4 2 2

47 26 2 6 1 4 3 1 34 234 3 2 2 2 1 4 1 3 1 2 4 1 1 3 1 3 1 3 3 4 5 5 2 2 4 5 4 5 4 2 5

48 21 2 6 1 3 2 1 5 145 3 2 2 3 3 4 3 1 3 4 3 4 3 3 1 2 2 2 1 1 2 4 1 1 1 2 4 3 4 1 1

49 25 2 6 1 4 3 1 3 4 4 4 3 3 3 3 3 3 3 4 3 3 3 3 3 4 3 2 2 2 3 4 3 3 3 3 3 4 3 2 4

50 28 1 6 1 4 6 1 1356 156 5 5 5 4 3 4 4 5 4 5 5 5 5 3 5 4 3 3 5 3 4 4 4 5 5 4 4 5 5 4 5

51 22 1 6 1 3 2 1 6 245 4 3 3 3 2 2 2 2 2 4 3 3 2 3 2 4 2 4 1 2 2 5 3 2 2 4 1 5 3 2 4

52 20 2 6 1 4 2 1 12345 235 4 5 3 2 3 4 3 2 3 5 3 3 3 5 2 3 3 4 1 1 3 4 3 4 3 4 3 5 4 2 5

53 21 1 6 1 4 5 1 3 1 2 2 1 1 1 1 1 1 1 2 2 2 2 2 2 2 1 1 2 1 2 2 1 2 1 2 2 3 2 2 2

54 19 2 6 1 2 2 1 5 4 3 3 4 3 2 2 3 2 4 5 5 5 5 5 3 5 3 4 3 2 4 4 3 2 2 3 3 5 3 2 3

55 21 1 6 1 4 4 1 3 4 4 3 3 1 2 2 4 2 3 5 5 4 4 5 3 4 5 5 4 4 3 5 2 1 3 4 5 4 2 2 2

56 23 1 4 1 4 2 1 12345 4 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3

57 17 2 6 1 4 3 1 5 23 5 3 5 4 3 5 4 3 3 5 5 3 3 5 3 5 4 3 5 4 5 5 3 3 3 3 5 4 3 4 3

58 20 2 6 1 2 2 1 3 5 2 3 2 3 2 2 2 2 2 2 2 4 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 4 2

59 21 1 5 1 3 6 1 6 1 1 1 1 1 1 2 1 3 1 3 1 2 1 2 1 2 2 3 1 1 1 2 2 1 1 1 1 5 1 3 1

60 29 1 6 1 4 3 1 4 3 2 2 2 1 2 1 1 1 1 3 2 1 2 2 1 1 2 1 1 1 3 3 1 1 1 1 3 2 3 1 2

61 26 1 6 1 4 5 1 12345 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1

62 22 1 6 1 4 5 1 245 235 4 4 2 3 3 5 3 2 3 5 3 4 2 4 2 5 4 4 3 1 5 4 4 2 4 3 3 4 4 2 4

63 22 1 6 1 2 6 1 3 2 5 5 5 5 4 5 4 5 5 5 5 5 5 5 3 5 5 5 5 5 5 5 5 5 5 5 5 5 4 5 5

64 21 1 6 1 3 5 1 3 1 3 4 2 2 2 2 2 3 2 4 4 2 2 4 3 3 4 3 2 2 2 4 3 4 3 2 3 4 3 2 4

65 22 1 6 1 4 3 1 2345 235 5 5 5 5 5 5 5 5 5 5 5 5 1 3 1 5 1 1 4 1 3 5 3 1 1 5 5 5 1 4 5

66 22 1 6 1 4 3 1 2345 235 5 5 5 5 5 5 5 5 5 5 5 5 1 3 1 5 1 1 4 1 3 5 3 1 1 5 5 5 1 4 5

67 24 1 7 1 4 4 1 2345 123 5 4 5 3 2 4 2 3 3 4 4 3 3 3 3 3 3 3 4 2 2 3 3 3 3 3 4 4 4 2 4

68 21 1 4 1 3 2 0 3 1 1 1 1 1 1 1 1 1 1 3 1 1 1 1 1 1 1 1 1 1 1 3 1 1 1 1 1 4 1 1 2

69 22 2 6 1 6 3 0

23 3 2 3 2 4 3 3 2 3 4 4 4 3 4 3 4 1 2 2 1 4 5 3 2 2 4 3 4 3 1 3

70 20 1 4 1 4 3 1 3 4 2 3 3 2 2 2 2 2 2 4 4 4 4 4 4 4 3 2 4 3 3 4 2 2 2 2 3 5 4 2 3

71 22 2 6 1 2 3 1 4 3 2 2 4 2 2 3 2 2 3 4 5 2 4 4 2 4 3 4 2 2 4 4 2 2 2 4 3 4 4 2 3

72 22 1 6 1 4 1 0

4 4 4 4 4 4 5 3 2 3 5 5 5 4 4 2 5 4 2 2 2 4 5 4 4 4 3 3 4 4 3 4

73 22 1 6 1 4 3 1 2 5 3 3 3 3 1 1 1 3 3 4 3 3 3 3 2 3 2 4 3 3 3 4 3 2 3 2 4 5 4 2 3

74 19 2 6 1 4 3 1 6 2 2 2 2 2 1 1 2 4 3 2 1 2 1 3 1 3 3 4 2 4 5 5 3 4 5 3 5 5 3 3 4

75 21 2 6 1 4 3 1 6 15 3 2 2 1 1 5 2 3 5 3 5 1 2 3 2 2 5 5 3 1 5 3 4 3 3 2 2 5 4 3 3

76 25 1 1 1 4 3 0

12 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1

77 24 1 8 1 4 5 1 3 1 3 2 1 2 1 1 1 2 1 2 3 2 3 2 2 2 2 2 2 2 2 2 2 1 2 2 2 2 2 2 2

78 22 2 6 1 3 3 1 5 5 2 2 2 2 2 2 1 3 1 2 2 2 1 2 1 3 2 3 2 1 2 3 2 2 2 2 3 4 4 2 2

79 21 2 6 1 2 1 0

4 3 1 1 1 1 2 1 2 2 3 3 2 1 2 1 2 2 1 2 2 3 4 2 2 2 2 4 3 4 2 2

80 30 1 6 1 4 2 1 4 3 4 3 2 4 3 2 2 3 2 3 4 3 3 4 2 2 4 4 2 2 2 4 2 2 2 3 4 4 2 2 2

81 19 2 6 1 4 3 1 5 13 4 4 3 3 2 3 4 3 3 5 4 4 4 4 4 4 4 4 1 2 2 4 3 2 2 2 3 4 4 3 4

82 25 1 6 1 4 6 1 2345 2345 4 3 2 1 3 2 2 4 2 3 4 1 4 2 3 5 4 4 4 2 4 4 3 3 2 4 3 5 2 3 3

83 19 2 4 1 4 3 1 245 245 4 3 3 2 2 4 3 3 3 4 4 4 2 3 2 4 1 1 1 1 1 2 1 2 1 2 4 4 4 3 3

84 17 2 6 1 4 2 0

3 3 2 3 2 3 2 2 3 3 3 2 3 3 2 2 3 2 3 2 2 2 2 2 2 1 2 3 4 3 3 3

85 22 1 4 1 3 2 1 3 1 2 2 4 2 4 2 2 2 4 4 4 4 4 4 2 4 4 4 2 2 2 4 2 2 2 2 4 4 4 2 2

86 18 1 6 1 4 3 0

23 2 1 2 2 3 2 1 1 4 4 4 4 2 3 2 4 1 2 2 2 5 5 2 2 1 2 5 4 4 1 3

87 18 1 6 1 4 2 1 235 235 4 3 3 2 4 4 4 2 2 4 3 2 2 3 2 4 2 1 1 1 1 4 1 2 1 3 3 4 4 3 3

88 18 1 6 1 4 3 1 2 26 5 2 5 3 3 2 3 3 3 5 3 2 3 4 3 4 5 4 3 3 3 4 3 3 4 4 4 5 4 4 2

89 21 1 4 1 4 3 1 35 245 3 3 4 3 3 2 3 1 5 5 3 3 3 3 3 3 3 3 3 1 3 5 3 2 3 3 3 5 3 1 3

90 21 2 6 1 3 3 0

23 3 3 2 3 2 2 3 2 4 5 5 5 2 5 5 5 1 1 1 1 4 4 2 1 1 3 4 5 4 2 4

91 22 2 6 1 3 4 1 5 2 2 3 2 2 1 2 1 3 2 4 3 3 2 4 2 3 3 3 3 3 4 4 3 3 3 4 3 3 4 3 3

92 29 1 6 1 4 5 1 3 1 3 2 2 2 3 2 2 3 2 3 2 3 3 3 2 4 3 2 2 2 4 3 3 2 3 2 4 4 4 3 3

(22)

99 22 1 6 1 4 3 1 235 14 3 3 1 2 1 1 1 2 3 1 1 1 1 1 2 3 2 2 3 2 2 3 3 3 2 3 4 4 3 1 3

100 23 1 6 1 2 2 1 2 2 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3

101 19 2 6 1 4 1 1 2 3 2 2 3 2 2 3 2 2 2 3 3 4 4 3 2 3 4 2 3 3 3 4 2 3 3 2 4 5 3 1 2

102 22 1 6 1 4 2 0

35 1 1 1 1 1 1 1 1 2 2 2 1 1 1 2 2 1 1 2 1 2 3 1 1 1 1 3 5 3 1 1

103 23 2 7 1 4 3 1 5 4 4 3 5 3 2 4 2 1 3 5 3 5 4 4 3 5 3 5 3 2 5 4 3 4 4 2 4 4 3 3 2

104 22 1 4 1 4 2 0

2345 4 5 4 5 3 4 3 2 5 5 5 4 3 4 2 4 5 3 3 4 3 5 4 3 4 5 4 5 5 2 4

105 21 2 7 1 3 2 1 24 235 4 4 4 4 4 4 4 4 4 5 5 5 5 5 4 4 5 4 3 3 4 4 4 4 4 4 3 5 4 3 4

106 20 2 6 1 2 3 1 45 23 4 3 4 3 3 4 4 4 5 5 5 5 5 5 4 5 5 4 5 3 5 5 4 4 4 4 5 5 4 4 5

107 22 1 4 1 2 3 1 1 2 2 2 2 3 4 5 4 4 3 4 3 3 2 3 2 4 4 4 3 4 5 5 3 4 4 2 5 4 3 2 4

108 22 1 6 1 2 3 1 3 24 2 2 3 1 1 3 3 2 2 3 3 3 3 3 2 3 4 2 1 1 2 4 2 1 2 1 2 5 3 1 2

109 17 2 6 1 4 3 0

23 1 1 1 1 1 1 1 1 2 2 1 2 2 1 1 3 1 1 1 3 2 3 1 1 1 1 2 5 1 1 1

110 21 2 6 1 4 4 1 6 6 3 2 4 1 1 1 4 3 1 3 1 4 1 4 1 1 1 1 1 1 4 2 1 1 1 3 5 5 1 4 1

111 21 2 6 1 3 3 1 5 2 4 2 2 2 2 1 2 4 2 4 3 3 3 4 3 3 3 5 1 2 2 3 2 1 2 2 4 5 3 1 3

112 24 1 8 1 4 5 1 3 1 3 2 1 2 1 1 1 2 1 2 3 2 3 2 2 2 2 2 2 2 2 2 2 1 2 2 2 2 2 2 2

113 22 2 6 1 3 3 0

12345 5 5 5 5 5 5 4 3 3 5 5 5 5 5 5 5 5 5 3 3 3 5 5 5 4 3 3 5 3 3 5

114 23 1 6 1 4 3 1 1235 12345 3 4 3 3 3 3 3 4 3 4 4 4 4 4 4 3 4 5 3 4 5 4 3 3 2 4 5 4 2 3 4

115 24 1 8 1 4 5 1 3 1 3 2 1 2 1 1 1 2 1 2 3 2 3 2 2 2 2 2 2 2 2 2 2 1 2 2 2 2 2 2 2

116 24 2 4 1 4 4 1 6 2 2 2 2 2 2 2 2 2 3 4 4 4 3 3 2 4 5 5 5 2 4 4 2 1 1 1 5 5 3 2 2

117 19 1 6 1 4 3 1 3 234 5 4 4 3 3 5 4 2 5 5 5 5 5 3 3 3 3 4 3 3 4 3 3 1 1 2 4 4 4 3 3

118 18 1 6 1 2 2 0

3 1 2 1 1 1 1 1 1 2 2 1 2 1 1 1 1 1 1 3 1 2 2 1 1 1 1 4 5 3 1 1

119 25 1 6 1 4 3 1 34 23 3 3 4 2 2 2 2 4 3 4 4 4 4 4 4 4 5 4 4 4 3 4 2 2 2 4 2 4 4 3 4

120 24 2 6 1 4 2 1 12345 1345 4 4 3 4 2 2 1 2 3 4 4 2 2 3 3 5 1 2 1 1 5 5 1 2 3 1 5 5 4 3 3

121 21 2 4 1 2 3 1 5 2 3 2 1 1 3 3 3 1 2 4 3 4 3 4 2 4 3 3 3 1 3 3 2 2 2 1 3 4 3 1 1

122 23 1 4 2 4 5 1

6 3 3 3 2 3 3 3 3 2 3 4 3 5 3 1 4 1 3 1 1 3 3 3 1 3 3 4 5 3 3 3

123 22 1 6 1 4 3 1 5 5 3 3 3 2 3 3 3 3 3 3 3 3 3 3 3 4 3 3 4 3 3 4 3 3 3 3 3 3 3 3 3

124 24 1 6 1 4 4 1 2 3 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 1 5 1 5 5 5 5 5 5 5 5 5 5 5 5

125 21 2 6 1 4 4 1 145 234 4 2 3 2 3 3 3 5 4 4 4 4 4 4 3 4 1 2 1 1 2 5 1 2 4 3 4 5 4 1 2

126 26 2 6 1 4 4 1 2345 23 3 3 2 2 3 2 2 2 3 4 4 4 2 2 4 4 3 3 2 2 4 4 3 2 3 2 4 4 4 2 3

127 20 1 6 1 3 3 0

3 2 1 3 1 1 3 2 2 3 4 3 2 3 3 3 2 2 2 3 2 3 4 2 4 4 3 3 5 3 2 3

128 20 2 6 1 4 3 1 25 4 3 3 3 2 3 4 4 3 2 3 4 4 5 4 4 4 5 3 3 3 2 4 3 4 5 5 5 4 3 3 4

129 24 2 6 1 4 3 1 4 34 3 2 2 3 2 2 3 2 4 4 3 4 4 4 3 4 4 2 3 1 4 4 1 1 1 4 4 4 2 2 2

130 23 2 6 1 4 3 0

4 1 1 2 2 1 1 1 2 1 2 2 2 2 2 1 2 2 2 2 1 2 2 1 1 1 1 1 2 2 1 2

131 21 2 6 1 3 4 1 3 4 2 2 2 2 3 2 3 3 2 3 3 1 2 2 2 3 2 2 2 1 3 2 2 1 2 3 2 4 2 1 2

132 17 1 4 1 4 3 1 15 234 3 3 2 1 5 5 2 4 5 5 3 2 2 4 1 4 1 2 2 2 4 5 3 4 5 3 1 5 2 3 4

133 19 1 6 1 4 1 1 2 2 5 4 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 5 2 4 5

134 23 2 4 1 4 3 1 3 5 5 3 4 4 4 4 4 5 4 5 5 5 5 3 3 5 4 3 3 4 5 4 3 1 1 5 3 5 3 2 3

135 23 1 6 1 4 3 1 1235 12345 3 4 3 3 3 3 3 4 3 4 4 4 4 4 4 3 4 5 3 4 5 4 3 3 2 4 5 4 2 3 4

136 24 1 8 1 4 5 1 3 1 3 2 1 2 1 1 1 2 1 2 3 2 3 2 2 2 2 2 2 2 2 2 2 1 2 2 2 2 2 2 2

137 18 1 6 1 4 2 0

12 4 5 3 5 3 5 2 5 5 5 5 4 3 5 1 1 3 3 1 3 3 5 5 5 3 3 4 5 3 3 5

138 18 1 6 1 4 1 1 245 25 2 2 2 2 2 2 2 2 2 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 2 2 2

(23)

152 23 1 6 1 4 3 1 46 235 3 3 4 3 3 3 2 2 4 4 4 3 3 4 3 3 4 3 2 2 5 4 3 2 3 3 5 4 4 2 3

153 25 1 7 1 4 3 1 3 4 4 3 2 1 1 4 1 2 2 5 1 4 4 4 4 4 5 5 1 1 5 4 3 1 1 2 5 5 5 3 3

154 19 2 6 1 4 3 0 2 4 1 1 1 1 1 1 1 1 1 3 2 3 2 1 1 2 1 1 1 1 3 3 1 1 1 1 3 2 3 1 3

155 21 2 6 1 2 4 1 5 3 4 3 4 3 3 4 4 4 3 4 4 4 4 4 3 4 4 4 3 2 4 4 3 3 4 3 4 4 4 4 4

156 21 1 6 1 3 3 1 2345 35 1 1 1 2 1 1 1 1 1 1 1 1 1 5 1 1 1 5 1 3 1 5 1 1 1 1 5 5 1 1 1

157 21 2 6 1 3 3 1 235 245 3 2 2 2 1 2 1 4 4 4 4 4 4 4 4 4 3 3 2 3 3 4 2 3 3 3 3 3 3 4 3

158 17 2 4 1 4 5 1 35 23 2 1 1 1 1 1 1 1 1 3 2 3 2 1 1 1 1 2 3 1 3 5 2 2 2 3 2 3 4 1 1

159 21 1 6 1 4 3 1 135 235 2 2 1 2 2 3 2 3 3 3 3 3 3 2 2 4 2 4 4 2 1 4 2 3 3 3 5 5 4 3 2

160 23 2 7 1 4 4 1 45 34 3 3 1 1 3 3 1 3 4 4 3 1 1 2 1 2 1 3 1 1 5 3 1 1 1 1 3 5 4 3 1

161 17 2 4 1 4 2 1 5 3 3 3 3 3 3 4 3 2 5 5 5 5 5 5 4 5 3 3 3 3 4 3 2 3 3 3 4 3 3 2 3

162 20 2 6 1 3 2 1 45 34 3 2 3 2 3 2 2 2 3 3 2 2 3 3 3 4 3 3 2 2 3 3 2 2 2 1 3 4 3 3 2

163 18 1 6 1 4 3 1 4 3 4 4 4 4 4 4 4 2 4 4 4 4 4 4 4 4 1 3 1 2 4 4 2 1 3 4 4 5 3 2 4

164 19 1 6 1 4 3 1 3 245 3 2 3 2 2 2 1 3 4 5 5 5 5 5 5 5 5 4 1 3 4 5 3 1 2 4 5 4 5 3 3

165 26 2 6 1 4 5 1 45 1234 4 3 4 3 3 3 3 2 4 4 5 5 5 5 3 4 4 3 2 3 5 4 4 4 2 3 3 4 3 2 3

166 20 1 6 1 4 2 1 5 3 3 2 1 2 2 1 1 2 2 4 2 4 2 3 1 3 2 2 2 1 5 4 2 4 3 2 2 2 2 1 1

167 22 1 6 1 4 3 1 5 3 4 5 4 4 4 5 4 3 4 4 5 3 4 4 3 4 5 5 5 3 5 5 4 4 4 5 5 4 4 3 5

168 21 1 6 1 4 3 0

23 2 2 2 2 2 2 2 2 4 4 4 4 4 3 3 4 3 3 3 3 4 3 2 2 3 3 4 4 4 2 2

169 25 1 6 1 4 6 1 134 25 3 3 3 3 1 4 2 3 3 4 4 4 4 3 3 4 4 4 2 2 5 3 1 1 3 2 5 5 5 2 3

170 18 2 4 1 3 3 0

234 3 2 1 2 2 2 2 2 1 4 4 5 5 3 4 3 3 2 3 3 3 3 3 1 2 2 3 4 3 2 2

171 24 2 6 1 4 3 1 1456 245 3 3 4 3 3 3 3 2 3 4 3 4 3 3 3 4 3 3 2 2 3 4 3 3 3 3 3 3 3 3 4

172 23 1 6 1 3 2 1 4 3 3 3 3 3 3 3 3 3 3 3 3 3 3 3 2 3 4 3 3 3 4 3 3 2 2 3 3 3 2 3 3

173 25 2 7 1 4 2 1 3 4 4 2 2 3 3 2 2 3 2 2 2 3 3 2 3 3 4 5 1 3 3 5 3 5 4 5 5 5 4 5 2

174 22 1 4 1 3 1 1 3 4 2 4 2 2 1 1 3 1 2 2 4 4 4 5 3 4 4 2 3 2 5 1 3 2 2 2 5 4 4 2 3

(24)

APPENDIX 3

(25)

Bargaining Behavior

Reliability Statistics

Cronbach's

Alpha

Cronbach's

Alpha Based

on

Standardized

Items

N of Items

.903

.904

5 Item-Total Statistics

Scale Mean

if Item

Deleted

Scale

Variance if

Item

Deleted

Corrected

Item-Total

Correlation

Squared

Multiple

Correlation

Cronbach's

Alpha if

Item

Deleted

Like bargaining

so much

10.64

14.526 .770

.603

.880

Always shop

with bargaining

11.01

14.187 .773

.606

.878

Money is not a

big deal to

bargain

11.00

13.670 .763

.588

.881

I feel happy

when

bargaining

11.22

13.764 .770

.596

.879

Bargaining is

priority

11.36

14.573 .717

.517

.890

(26)

Bargaining Intention

Reliability Statistics

Cronbach's

Alpha

Cronbach's

Alpha Based

on

Standardized

Items

N of Items

.825

.823

5 Item-Total Statistics

Scale Mean

if Item

Deleted

Scale

Variance if

Item

Deleted

Corrected

Item-Total

Correlation

Squared

Multiple

Correlation

Cronbach's

Alpha if

Item

Deleted

Always have

time to bargain

11.61

11.421 .717

.520

.759

Prefer

bargaining

than fix prices

11.78

12.514 .636

.421

.785

Have much

energies to

bargain

11.76

13.810 .475

.262

.828

Bargaining is

very easy

11.44

12.065 .682

.482

.771

Prefer

Bargaining

Shop

10.68

12.865 .590

.416

.798

(27)

Attitudes

Reliability Statistics

Cronbach's

Alpha

Cronbach's

Alpha Based

on

Standardized

Items

N of Items

.885

.887

7 Item-Total Statistics

Scale Mean

if Item

Deleted

Scale

Variance if

Item

Deleted

Corrected

Item-Total

Correlation

Squared

Multiple

Correlation

Cronbach's

Alpha if

Item

Deleted

Saving Money

18.68

30.183 .703

.515

.865

Shop More

18.90

29.190 .750

.593

.859

Expenses

Controling

19.10

28.701 .812

.681

.851

Measuring

Money

18.98

30.477 .699

.503

.865

Gain a lot of

benefits

19.59

30.869 .678

.488

.868

Able to get

good quality

products

18.81

31.963 .562

.371

.882

Get affordable

prices

19.27

30.730 .545

.362

.887

(28)

Subjective Norms

Reliability Statistics

Cronbach's

Alpha

Cronbach's

Alpha

Based on

Standardize

d Items

N of

Items

.806

.809

7 Item-Total

Statistics

Scale

Mean if

Item

Deleted

Scale

Variance if

Item

Deleted

Corrected

Item-Total

Correlation

Squared

Multiple

Correlation

Cronba

ch's

Alpha if

Item

Deleted

Bargaining is

Chinese

Culture

16.75

20.211 .552

.333

.779

I learnt

bargaining

with family

since little

17.23

21.608 .452

.224

.797

Bargainers

are usually

from rich

community

17.31

20.486 .638

.420

.764

People more

respect me if

I bargain

16.53

21.058 .463

.251

.796

Believing

bargaining is

profitable

15.94

22.184 .511

.284

.786

Believing in

family and

friends that

bargaining is

common

16.97

21.062 .576

.428

.775

Bargaining is

(29)

Perceived Behavioral Control

Reliability Statistics

Cronbach's

Alpha

Cronbach's

Alpha

Based on

Standardize

d Items

N of

Items

.763

.761

7 Item-Total Statistics

Scale

Mean if

Item

Deleted

Scale

Variance if

Item

Deleted

Corrected

Item-Total

Correlation

Squared

Multiple

Correlation

Cronbach'

s Alpha if

Item

Deleted

Still

Bargaining in

Cheap Prices

18.93

18.307 .545

.365

.719

Bargaining at

all price

levels

18.67

17.574 .632

.484

.700

Fearless and

no shy to

Bargain

18.05

19.055 .439

.273

.743

Price and

Information

required

17.43

19.871 .420

.257

.746

Bargaining is

my right

18.07

21.200 .260

.072

.777

Bargaining

only when I

have leisure

time

18.86

19.224 .485

.279

.733

Perceiving

my self is a

great

bargainer

18.54

17.977 .599

.405

.708

(30)

(31)

Descriptive Analysis

Profile of Respondents

Frequency Table

Age

Frequency Percent

Valid

Percent

Cumulative

Percent

Valid 17

8

4.6

18

15

8.6

13.1

19

23

13.1

26.3

20

17

9.7

36.0

21

30

17.1

53.1

22

31

17.7

70.9

23

18

10.3

81.1

24

14

8.0

89.1

25

9

5.1

94.3

26

5

2.9

97.1

28

1 .6

97.7

29

2

1.1

98.9

30

1 .6

99.4

33

1 .6

100.0 Total

175

100.0 Gender

Frequency Percent

Valid

Percent

Cumulative

Percent

Valid Man

101

57.7 Woman

74

42.3

100.0

(32)

Education Level

Frequency Percent

Valid

Percent

Cumulative

Percent

Valid Incompleted

Primary School

1 .6

Senior High

School

25

14.3

14.9 Diploma

2

1.1

16.0 Undergraduate

135

77.1

93.1 Postgraduate

8

4.6

97.7 Other

4

2.3

100.0 Total

175

100.0 Pocket or Income

Frequency Percent

Valid

Percent

Cumulative

Percent

Valid < Rp 500.000

9

5.1 Rp

500 _{.000 -}

Rp 1.000.000

37

21.1

26.3 Rp 1.100.000 -

Rp 3.000.000

86

49.1

75.4 Rp 3.100.000 -

Rp 5.000.000

18

10.3

85.7 Rp 5.100.000 -

Rp 10.000.000

19

10.9

96.6 > Rp

10.000.000

6

3.4

100.0 Total

175

100.0 Ever purchased in the last 5 months

Frequency Percent

Valid

Percent

Cumulative

Percent

Valid No

28

16.0

(33)

Products

Frequency Percent

Valid

Percent

Cumulative

Percent

Valid

Furniture

1 .6

.7

Foods or Drinks

10

5.7

6.6

7.2 Electronic or

Gadget

34

19.4

22.4

29.6 Vegetables or

Fruits

14

8.0

9.2

38.8 Clothings

26

14.9

17.1

55.9 Others

9

5.1

5.9

61.8

13

1 .6

.7

62.5

15

1 .6

.7

63.2

23

1 .6

.7

63.8

24

3

1.7

2.0

65.8

25

2

1.1

1.3

67.1

26

1 .6

.7

67.8

34

2

1.1

1.3

69.1

35

6

3.4

3.9

73.0

36

1 .6

.7

73.7

45

6

3.4

3.9

77.6

46

1 .6

.7

78.3

134

1 .6

.7

78.9

135

1 .6

.7

79.6

145

1 .6

.7

80.3

234

1 .6

.7

80.9

235

6

3.4

3.9

84.9

245

4

2.3

2.6

87.5

345

2

1.1

1.3

88.8 1235

2

1.1

1.3

90.1 1356

2

1.1

1.3

91.4 1456

1 .6

.7

92.1 2345

6

3.4

3.9

96.1 12345

5

2.9

3.3

99.3 123456

1 .6

.7

100.0 Total

152

86.9

100.0 Missing System

23

13.1

(34)

(35)

Correlations

Descriptive Statistics

Mean

Std. Deviation

N

BB

2.7577

.93356

175 BI

2.8640

.87100

175 A

3.1763

.91174

175 SN

2.8122

.75529

175 PBC

3.0678

.70981

175 Correlations

BB

BI

A

SN

PBC

BB

Pearson

Correlation

1 .852

**

.692

**

.662

**

.690

**

Sig. (2-tailed)

.000

N

175 BI

Pearson

Correlation

.852

**

₁

_.714

**

_.661

**

_.730

**

Sig. (2-tailed)

.000

N

175 A

Pearson

Correlation

.692

**

.714

**

1 .671

**

.592

**

Sig. (2-tailed)

.000

N

175 SN

Pearson

Correlation

.662

**

_.661

**

_.671

**

₁

_.782

**

Sig. (2-tailed)

.000

N

175 PBC

Pearson

Correlation

.690

**

.730

**

.592

**

.782

**

1 Sig. (2-tailed)

.000

N

175

(36)

(37)

One-Sample Statistics

N

Mean

Std.

Deviation

Std. Error

Mean

Saving Money

175

3.54

1.163 .088

Shop More

175

3.32

1.213 .092

Expenses

Controling

175

3.13

1.194 .090

Measuring

Money

175

3.26

1.123 .085

Gain a lot of

benefits

175

2.64

1.110 .084

Able to get good

quality products

175

3.41

1.141 .086

Get affordable

prices

175

2.94

1.318 .100

One-Sample Test

Test Value = 0

t

df

Sig.

(2-tailed)

Mean

Differen

ce

95% Confidence

Interval of the

Difference

Lower

Upper

Saving Money

40.220 174

.000

3.537

3.36

3.71 Shop More

36.203 174

.000

3.320

3.14

3.50 Expenses

Controling

34.700 174

.000

3.131

2.95

3.31 Measuring

Money

38.369 174

.000

3.257

3.09

3.42 Gain a lot of

benefits

31.468 174

.000

2.640

2.47

2.81 Able to get good

quality products

39.565 174

.000

3.411

3.24

3.58 Get affordable

(38)

One-Sample Statistics

N

Mean

Std.

Deviation

Std. Error

Mean

Bargaining is

Chinese Culture

175

2.94

1.209 .091

I learnt

bargaining with

family since little

175

2.43

1.127 .085

Bargainers are

usually from rich

community

175

2.37

1.058 .080

People more

respect me if I

bargain

175

3.15

1.218 .092

Believing

bargaining is

more profitable

175

3.75 .956

.072

Believing in

family and

friends that

bargaining is

common

175

2.71

1.044 .079

Bargaining is a

(39)

One-Sample Test

Test Value = 0

t

df

Sig.

(2-tailed)

Mean

Difference

95% Confidence

Interval of the

Difference

Lower

Upper

Bargaining is

Chinese Culture

32.139

174 .000

2.937

2.76

3.12 I learnt

bargaining with

family since little

28.574

174 .000

2.434

2.27

2.60 Bargainers are

usually from rich

community

29.645

174 .000

2.371

2.21

2.53 People more

respect me if I

bargain

34.197

174 .000

3.149

2.97

3.33 Believing

bargaining is

more profitable

51.886

174 .000

3.749

3.61

3.89 Believing in

family and

friends that

bargaining is

common

34.387

174 .000

2.714

2.56

2.87 Bargaining is a

(40)

One-Sample Statistics

N

Mean

Std.

Deviation

Std. Error

Mean

Still Bargaining

in Cheap Prices

175

2.49

1.139 .086

Bargaining at all

price levels

175

2.76

1.139 .086

Fearless and no

shy to Bargain

175

3.38

1.178 .089

Price and

Information

required

175

4.02

1.031 .078

Bargaining is my

right

175

3.37

1.064 .080

Bargaining only

when I have

leisure time

175

2.57

1.069 .081

Perceiving my

self is a great

bargainer

(41)

One-Sample Test

Test Value = 0

t

df

Sig.

(2-tailed)

Mean

Difference

95% Confidence

Interval of the

Difference

Lower

Upper

Still Bargaining

in Cheap Prices

28.871 174

.000

2.486

2.32

2.66 Bargaining at all

price levels

32.042 174

.000

2.760

2.59

2.93 Fearless and no

shy to Bargain

37.997 174

.000

3.383

3.21

3.56 Price and

Information

required

51.545 174

.000

4.017

3.86

4.17 Bargaining is my

right

41.931 174

.000

3.371

3.21

3.53 Bargaining only

when I have

leisure time

31.820 174

.000

2.571

2.41

2.73 Perceiving my

self is a great

bargainer

(1)

(2)

REGRESSION

Variables Entered/Removeda

Model

Variables Entered

Variables

Removed Method

1 Attitudesb . Enter

a. Dependent Variable: Bargaining Intention b. All requested variables entered.

Model Summary

Model R

R Square

Adjusted R Square

Std. Error of the Estimate

1 .714a .509 .506 .61199

a. Predictors: (Constant), Attitudes

ANOVAa

Model

Sum of

Squares df

Mean

Square F Sig.

1 Regressio

n 67.210 1 67.210 179.452 .000

Residual 64.793 173 .375

Total 132.003 174

a. Dependent Variable: Bargaining Intention b. Predictors: (Constant), Attitudes

Coefficientsa

Model

Unstandardized Coefficients

Standardize d Coefficients

t Sig.

B Std. Error Beta

1 (Constant

) .699 .168 4.157 .000

Attitudes .682 .051 .714 13.396 .000

(3)

REGRESSION

Variables Entered/Removeda

Model

Variables Entered

Variables

Removed Method

1 Subjective

Normsb . Enter

a. Dependent Variable: Bargaining Intention b. All requested variables entered.

Model Summary

Model R

R Square

Adjusted R Square

Std. Error of the Estimate

1 .661a .436 .433 .65578

a. Predictors: (Constant), Subjective Norms

ANOVAa

Model

Sum of

Squares df

Mean

Square F Sig.

1 Regressio

n 57.606 1 57.606 133.955 .000

Residual 74.397 173 .430

Total 132.003 174

a. Dependent Variable: Bargaining Intention b. Predictors: (Constant), Subjective Norms

Coefficientsa

Model

Unstandardized Coefficients

Standardize d Coefficients

t Sig.

B Std. Error Beta

1 (Constant) .722 .192 3.766 .000

Subjective

Norms .762 .066 .661 11.574 .000

(4)

REGRESSION

Variables Entered/Removeda

Model

Variables Entered

Variables

Removed Method

1 Perceived

Behavioral

Controlb

. Enter a. Dependent Variable: Bargaining Intention b. All requested variables entered.

Model Summary

Model R

R Square

Adjusted R Square

Std. Error of the Estimate

1 .730a .533 .530 .59702

a. Predictors: (Constant), Perceived Behavioral Control

ANOVAa

Model

Sum of

Squares df

Mean

Square F Sig.

1 Regressio

n 70.340 1 70.340 197.346 .000

Residual 61.663 173 .356

Total 132.003 174

a. Dependent Variable: Bargaining Intention

b. Predictors: (Constant), Perceived Behavioral Control

Coefficientsa

Model

Unstandardized Coefficients

Standardize d Coefficients

t Sig.

B Std. Error Beta

1 (Constant) .116 .201 .578 .564

Perceived Behavioral Control

.896 .064 .730 14.048 .000

(5)

REGRESSION

Variables Entered/Removeda

Model

Variables Entered

Variables

Removed Method

1 Perceived

Behavioral

Controlb

. Enter a. Dependent Variable: Bargaining

Behavior

b. All requested variables entered.

Model Summaryb

Model R R Square

Adjusted R Square

Std. Error of the Estimate

1 .690a .476 .473 .67744

a. Predictors: (Constant), Perceived Behavioral Control b. Dependent Variable: Bargaining Behavior

ANOVAa

Model

Sum of

Squares df

Mean

Square F Sig.

1 Regressio

n 72.253 1 72.253 157.438 .000

Residual 79.394 173 .459

Total 151.647 174

a. Dependent Variable: Bargaining Behavior

b. Predictors: (Constant), Perceived Behavioral Control

Coefficientsa

Model

Unstandardized Coefficients

Standardized Coefficients

t Sig.

Std.

Error Beta

1 (Constant) -.027 .228 -.120 .905

Perceived Behavioral Control

.908 .072 .690 12.547 .000

(6)

REGRESSION

Variables Entered/Removeda

Model

Variables Entered

Variables

Removed Method

1 Bargaining

Intentionb . Enter

a. Dependent Variable: Bargaining Behavior b. All requested variables entered.

Model Summary

Model R

R Square

Adjusted R Square

Std. Error of the Estimate

1 .852a .726 .725 .48964

a. Predictors: (Constant), Bargaining Intention

ANOVAa

Model

Sum of

Squares df

Mean

Square F Sig.

1 Regressio

n 110.170 1 110.170 459.519 .000

Residual 41.477 173 .240

Total 151.647 174

a. Dependent Variable: Bargaining Behavior b. Predictors: (Constant), Bargaining Intention

Coefficientsa

Model

Unstandardized Coefficients

Standardize d Coefficients

t Sig.

B Std. Error Beta

1 (Constant) .141 .128 1.108 .270

Bargaining

Intention .914 .043 .852 21.436 .000